Join the 2026 Selling Challenges Survey

As sales leaders begin drawing up their roadmaps for 2026, one question looms large: what’s standing in the way of selling more?

That question is at the heart of Richardson’s annual Selling Challenges Survey. Each year, we ask sales and enablement professionals across roles, industries, and regions to share the obstacles they anticipate in the year ahead—and how the selling environment is changing in response.

We’re inviting you to take 10 minutes to rate the challenges you’re seeing today and the shifts you expect tomorrow.

Why Survey Sellers Now?

Complexity and uncertainty define today’s selling environment. Economic pressure, tighter budgets, increased scrutiny, and slower growth change how buyers evaluate decisions. At the same time, inflationary pressures, AI-driven disruption, geopolitical uncertainty, and volatile forecasts make organizations more risk-averse and more deliberate.

For sellers, that means:

• Longer and more complex buying journeys
• Larger buying groups with competing priorities
• Increased pressure to justify value at every stage

As we work to help sellers bridge what we call the confidence chasm—the growing gap between buyer caution and seller certainty—we need a clear, data-backed understanding of what sellers are facing on the ground.

How Selling Is Changing

We see sellers adapting across the entire life of the sale. That means rethinking how they prospect in crowded markets, how they unblock stalled deals, and how they navigate increasingly complex buying groups. They’re investing in new skills, experimenting with AI-powered tools, and adjusting how they create value in conversations that matter more than ever.

At least, that’s our hypothesis.

To truly understand how selling is evolving—and where organizations struggle most—we need input directly from sales and enablement professionals.

Make Your Voice Heard

The Selling Challenges Survey is your opportunity to share:

• The challenges you’re facing today
• The changes you’re making in response
• The issues you believe will matter most in 2026

Take the survey now

Leading a team? If you encourage your sales or enablement team to participate, we can provide you with a customized summary of your team’s results, benchmarked against the broader survey findings. It’s a practical way to see how your organization’s challenges compare to the market—and where to focus next.

To learn more about receiving a customized team report, contact info@richardson.com.

See Your Perspective Reflected in the Selling Challenges Report

Survey responses form the foundation of Richardson’s annual Selling Challenges Report—a data-backed analysis of:

• The biggest hurdles facing sellers today
• The emerging challenges worrying sales leaders right now
• How success in selling will evolve in the year ahead

Participants receive early access to the report.

The window to contribute closes January 31. Add your voice—and your team’s perspective—to help define the future of sales excellence.